Managing Customers In A Downturn: Maximize Short-Term Revenue Or Position Yourself For Long-Term

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Executive Summary

As the global economy continues its downward spiral, companies all over the world face tremendous pressure to generate cash and sales. Businesses that had obsessed about growing revenue are now focusing on grabbing whatever slice they can from a shrinking pie. In this challenging environment, what's the right strategy for managing customers: focus on short-term revenue or long-term growth?.

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